We have already defined what lead scoring is and the benefits that this system has for your sales team. Here we explore how to implement lead scoring. When implementing a lead-scoring strategy you must ensure that your sales and marketing…

The process that goes into B2B sales is much more complicated than that for B2C sellers. This is because multiple decision makers are usually involved, each of whom may have a different emotional driver, which can cause conflict and complications.…

Pre-qualifying a lead is the act of testing whether a person who has expressed interest in your products or services (the prospect or ‘lead’) meets general buying criteria. In other words, is a lead likely to make a purchase? This…

To navigate the stormy waters of lead generation, you first need to plan the direction you will be travelling in and what your final destination will be. You also need to figure out what your ports of call along the…

Every aspect of your B2B business is important and your website is no exception. Many customers prefer to go to a website before even attempting to call a company directly. So, why not utilize this important part of your business…

Outsourcing your lead generation can be hugely successful or easily fail. This all depends on, amongst other things, what questions you ask the people you are outsourcing to and the type of outsourcing company you employ. Some people prefer doing…